PART 1: Negotiation: A 30,000-foot view
by Leigh Thompson, Martha I. Finney, William S. Kane, Robert E. Gunther
The Truth About Better Decision-Making (Collection), 2/e
- About This eBook
- Title Page
- Copyright Page
- Table of Contents
- The Truth About: Making Smart Decisions
- Copyright Page
- Dedication Page
- Praise for The Truth About Making Smart Decisions
- Preface
- Introduction
- PART I: The Truth About Preparing for Decisions
- PART II: The Truth About Why Bad Decisions Are Good
- Truth 7. To make better decisions, make more mistakes
- Truth 8. Be prepared to profit from your mistakes
- Truth 9. Learn from your close calls
- Truth 10. Learn from the decisions of others
- Truth 11. Don't judge your decisions based on their outcome
- Truth 12. Leave yourself room to get back from the pole
- PART III: The Truth About the Limits of Your Mind
- Truth 13. Understand common "decision traps"
- Truth 14. Giving up something? Get over it!
- Truth 15. It's possible to miss an entire gorilla
- Truth 16. You may see only what you're looking for
- Truth 17. You're not as clever as you think you are
- Truth 18. Your view of the world depends on what planet you're from
- Truth 19. Beware of seeing patterns that aren't there
- Truth 20. Different is not always better
- PART IV: The Truth About Complex Decisions
- PART V: The Truth About Data
- PART VI: The Truth About Acting Decisively
- PART VII: The Truth About Decisions in Groups
- PART VIII: The Truth About Emotions
- PART IX: The Truth About Ethical Decision Making
- PART X: The Truth About Big Decisions
- PART XI: The Truth About Moving On
- Additional Resources
- References
- About the Author
- The Truth About: Thriving in Change
- Copyright Page
- Praise for The Truth About Thriving in Change
- Preface
- PART I: The Truth About Staying or Going
- PART II: The Truth About What You should Pack
- PART III: The Truth About Those Early Days
- PART IV: The Truth About Planning
- PART V: The Truth About Communications
- PART VI: The Truth About Matching People with Purpose
- Truth 23. Organizational structure: Look in from the outside
- Truth 24. Build your team around your "A" players
- Truth 25. Candidate screening: Let the facts speak for themselves
- Truth 26. Avoid the ten potential "placement pitfalls"
- Truth 27. Don't surround yourself with yourself
- Truth 28. Why you need to get staffing right
- Truth 29. If you must "right-size," do it the right way
- PART VII: The Truth About Managing Performance
- PART VIII: The Truth About Creating Your Cultural Framework
- Truth 35. Calm waters make for easier sailing
- Truth 36. Trust is a currency not easily earned, but easily spent
- Truth 37. If you're out of sight, you're probably out of touch
- Truth 38. Teams aren't a necessary evil
- Truth 39. Your way may not be the best way
- Truth 40. The whole is greater than the sum of the parts
- Truth 41. Embrace—don't run from—the questions
- Truth 42. Decision making: The fastest don't always finish first
- Truth 43. Exceptions: Can't live with them; can't live without them
- Truth 44. Employee discipline: Ask the more meaningful question
- PART IX: The Truth About Recognition and Reward
- PART X: The Truth About Sustenance
- References
- About the Author
- Appendix A. Career Reflections
- Appendix B. Vision/Mission Statements
- Appendix C. Strategic Objectives
- Appendix D. Tactics
- Appendix E. Values
- Appendix F. Behavioral Interviewing Examples
- Appendix G. Types of Organizational Learning
- Appendix H. Prompting a Dialog About Values
- The Truth About: Negotiations
- Copyright Page
- Praise for The Truth About Negotiations
- Introduction
- PART 1: Negotiation: A 30,000-foot view
- PART 2: The bottom line on bottom lines
- PART 3: Black belt negotiation skills
- Truth 14. Set optimistic but realistic aspirations
- Truth 15. The power of making the first offer
- Truth 16. What if the other party makes the first offer?
- Truth 17. Plan your concessions
- Truth 18. Be aware of the “even-split” ploy
- Truth 19. Reveal your interests
- Truth 20. Negotiate issues simultaneously, not sequentially
- Truth 21. Logrolling (I scratch your back, you scratch mine)
- Truth 22. Make multiple offers of equivalent value simultaneously
- Truth 23. Postsettlement settlements
- Truth 24. Contingent agreements
- PART 4: Psychology
- PART 5: People problems (and solutions)
- PART 6: I-negotiations and E-negotiations
- Truth 38. Negotiating on the phone
- Truth 39. Negotiating via email and the Internet
- Truth 40. When negotiations shift from relational to highly transactional
- Truth 41. Negotiating across generations
- Truth 42. Negotiating with different organizational cultures
- Truth 43. Negotiating with different demographic cultures
- PART 7: Negotiation Yoga
- Acknowledgments
- About the Author
- The Truth About: Getting the Best from People
- Copyright Page
- Praise for the First Edition
- Dedication Page
- Introduction
- PART I: The Truth About Employee Engagement
- Truth 1. You don’t need the carrot or the stick
- Truth 2. You have direct influence over your employees’ passion quotient
- Truth 3. You get the best by giving the best
- Truth 4. It’s not money that motivates
- Truth 5. Employee engagement isn’t for sissies
- Truth 6. Real engagement gains happen after survey scores come in
- PART II: The Truth About Yourself
- Truth 7. Your behaviors are your brand
- Truth 8. You can’t give what you don’t have
- Truth 9. “Best” doesn’t mean the same thing to everyone
- Truth 10. Think you’re a great leader? Think again
- Truth 11. You could be your own worst employee
- Truth 12. Visionary or beat cop? Your choice
- Truth 13. Your health may be compromising your leadership effectiveness
- Truth 14. You don’t have to be perfect
- Truth 15. Your career can recover from an engagement hit
- PART III: The Truth About Engaged Cultures
- Truth 16. Employee happiness is serious business
- Truth 17. Great leaders make their people cry
- Truth 18. Better questions lead to better answers
- Truth 19. Individual passion builds a passion-fueled customer service culture
- Truth 20. Authentic is better than clever
- Truth 21. Retention begins with hello
- Truth 22. The bad will do you good
- Truth 23. Your biggest complainer may be your best supporter
- Truth 24. You can sell an unpopular decision
- Truth 25. Flex is best
- Truth 26. Nobody cares if you don’t mean to be mean
- Truth 27. Controlling your temper is a labor-saving device
- Truth 28. There is no “but” in “I’m sorry”
- PART IV: The Truth About Motivation
- Truth 29. Engagement happens one person at a time
- Truth 30. If you’re a manager, you’re a career coach
- Truth 31. The candidates you’re seeking may not be the ones you need
- Truth 32. Ask for cheese—you might get the moon
- Truth 33. You lead better when you get off your pedestal
- Truth 34. Trust is your strongest persuasion tool
- Truth 35. If they aren’t buying it, they aren’t doing it
- Truth 36. Overselling an opportunity can cost you precious talent
- Truth 37. Focusing on what’s right can help solve what’s wrong
- Truth 38. High performers are motivated by a piece of the action
- Truth 39. All the generations want the same things
- PART V: The Truth About Performance
- Truth 40. Compassion promotes performance
- Truth 41. A hot star can brighten your whole team
- Truth 42. B players are your A team
- Truth 43. High performers have enough coffee mugs
- Truth 44. Discipline deepens engagement
- Truth 45. You don’t have to inherit the problem employees
- Truth 46. Performance appraisals are really about you
- Truth 47. New hires can inspire current employees
- Truth 48. Terminations are an engagement tool
- PART VI: The Truth About Creativity
- Truth 49. Innovation begins with y-e-s
- Truth 50. Everyone can be creative
- Truth 51. You stand between inspiration and implementation
- Truth 52. Failures promote progress
- Truth 53. People don’t quit their bosses, they quit their colleagues
- Truth 54. Extreme pressure kills inspired performance
- Truth 55. Creativity is a balancing act
- PART VII: The Truth About Communication
- PART VIII: The Truth About Teams
- References
- About the Author
- FT Press
PART 1: Negotiation: A 30,000-foot view
Before we start cracking the negotiation code that is present in all of our interactions—with our boss, spouse, neighbor, and attorney—it is important to look at the big picture of negotiation. First and foremost, anyone with the will to learn and improve has the potential to become a world-class negotiator.
Truth 1: Negotiation: A natural gift?
Truth 2: The magic bullet: Preparation
Truth 3: Your industry is unique (and other myths)
Truth 4: Win–win, win–lose, and lose–lose negotiations
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